Director, Mid-Market Sales (East)

As the Director, Mid-Market Sales (East) at DevRev, you'll be at the forefront of driving ARR growth by acquiring new customers and expanding existing accounts. You'll develop a comprehensive US GTM strategy, collaborate with marketing to execute effective pipeline plans, and oversee the recruitment and management of a stellar sales team. Additionally, you'll ensure strategic organization and focus on driving continual improvement in sales effectiveness.

To succeed as the Director, Mid-Market Sales (East) at DevRev, candidates should possess over ten years of sales experience, including four to seven years in management roles. It's essential to have experience in early-stage companies and proven expertise in selling to Mid-Market customers. Familiarity with sales processes and a knack for leading teams through dynamic environments will also be crucial for this role.

DevRev prioritizes a dynamic and collaborative sales culture by fostering open communication, encouraging teamwork, and aligning with our core values. As the Director, Mid-Market Sales (East), you will create an inclusive environment that empowers sales executives to act with accountability, drive results, and pursue innovation in their approaches to customer engagement and sales processes.

Accurate weekly forecast reporting is a vital component of the Director, Mid-Market Sales (East) role at DevRev. You will contribute to a culture of accountability by delivering precise forecasts that inform decision-making, allowing the sales team to maintain focus on the most impactful priorities and strategize effectively for optimal growth.

Successful Directors at DevRev should embody a blend of strategic thinking, customer-centricity, strong leadership, and excellent communication skills. You'll need to inspire your team, thrive in a fast-paced environment, and manage relationships with a keen understanding of client needs, helping them navigate their journey with our innovative solutions.

When answering, focus on specific management techniques you've utilized to develop your team, including training methods, performance tracking, and fostering collaboration. Highlight instances where you’ve successfully motivated teams to meet or exceed sales targets.

Discuss any sales strategies tailored for Mid-Market customers that you’ve implemented in previous roles. Be specific about how you identified opportunities, developed relationships, and ultimately closed deals, showcasing your results-driven approach.

Share your process for crafting a go-to-market strategy, including market analysis, customer segmentation, and messaging. Discuss how you collaborate with marketing, product, and sales teams to create a cohesive plan that aligns with company goals.

Explain how you utilize data to inform your sales approach, such as analyzing customer behaviors, tracking sales performance, and forecasting sales trends. Provide examples of data-driven decisions that led to improved sales outcomes.

Share a specific initiative where you played an instrumental role, detailing the objectives, your strategy for execution, and the outcomes achieved. Tailor your answer to showcase leadership, strategic thinking, and the impact on overall sales results.

Discuss your approach to identifying and addressing underperformance, including how you provide feedback, identify challenges, and develop action plans to support team members in improving their performance.

Share effective sales forecasting techniques you’ve employed in the past, such as analyzing historical data, involving team input, and maintaining flexibility to adjust forecasts based on changing market conditions.

Describe the initiatives you’ve undertaken to instill a customer-centric mindset, such as regular training sessions on customer relations, sharing customer success stories, and reinforcing the importance of meeting customer needs.

Detail your recruitment strategies, including how you identify key competencies for success in sales roles, your interviewing techniques, and any innovative methods you've used to attract high-performing candidates.

Discuss your adaptability in various sales situations, such as adjusting strategies based on real-time feedback or shifts in market landscape, and provide examples of how you’ve successfully navigated changes to maintain sales effectiveness.